Outreach - Unleash 2017

Sunday
Monday
Tuesday

Registration

2 p.m.

Welcome Reception

7 p.m.

Breakfast

7 a.m.

Opening Keynote: The New Truth

Description

8 a.m.

The Spark and the Grind

Erik Wahl, Author of Unthink and The Spark and the Grind

Description

9 a.m.

The 4th Innovation in Sales

John Bruno, Analyst at Forrester

Description

10:15 a.m.

Negotiate As If Your Life Depended On It

Chris Voss, Former FBI hostage negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It

Description

11 a.m.

Lunch

11:45 a.m.

Breakouts

1 p.m. The Future of Sales Development
1 p.m. Outreach for Managers
1:50 p.m. How Outreach Uses Outreach
1:50 p.m. Building a Culture of Excellence

Mastering the Art of Storytelling

Robert Monaco, Chief Presentation Officer at Influencology

Description

3:15 p.m.

Ready or Not: AI is Coming for You

Scott Guthrie, EVP, Cloud and Enterprise at Microsoft

Description

4 p.m.

Dinner

Ram's Gate Winery

6 p.m.

Outreach for Managers

Sales managers need real-time visibility into the performance of playbooks, reps and their overall team. Outreach continues to innovate for managers and we're introducing a new set of capabilities to give managers insights into risks and opportunities so they can manage proactively and drive optimal results. If you're looking for ways to enable your managers to take team performance to the next level, you don't want to miss this session.

The New Truth

Sales is an awesome responsibility and you're at the forefront of a movement to drive predictable success through sales excellence. At this keynote, we'll map out our vision for sales excellence, what the selling world will look like in the next few years, and what Outreach is doing to keep you one step ahead. We'll also introduce The New Truth, the theme for Unleash 2017, and kickoff a process to ensure that every attendee leaves with their own personal New Truth.

The Future of Sales Development

Since its initial popularization in the late 2000s at Salesforce, Sales development has quickly become the fuel of modern revenue teams. As a result, the industry has seen massive innovation in the technologies and processes that help sales development teams do their jobs better and faster. Better prospecting intelligence. Check. Better outbound automation workflow tooling. Got it. Better analytics. Always improving. Today’s SDRs are the most heavily levered salespeople in modern sales organizations. In this session three SDR leaders will discuss the most beneficial technologies and processes that have impacted their organizations, and what they see as top priorities over the coming 18 months.

How Outreach Uses Outreach

The Outreach business was built on the back of our own platform. In fact, you are at this conference today because you were once successfully sequenced by Outreach. Over the years we've developed a killer playbook for getting the most out of Outreach and today, we want to share it with you. Come learn how we did it, what we learned along the way, and the strategies and tactics that have driven our growth.

Building a Culture of Excellence

Sales Excellence is all about predictably hitting your number. But how do you create a culture where every member of your team has the right mindset and knowhow to deliver on this vision? In this panel, some of the most respected sales leaders in our community will share the techniques they've used successfully, lessons learned along the way, and their unique perspectives on what works and what doesn't.

The Spark and the Grind

Many understand the importance of creativity to the success of business, but few understand how to foster true innovation. The paradox of creativity is that structure creates freedom. In this keynote like no other, EriK Wahl will deconstruct the discipline of the creative process to ignite ideas to action. You'll leave with the strategies and tools to navigate ambiguity and master complexity in a rapidly changing business environment.

The 4th Innovation in Sales

For far too long, companies have been answering their business challenges with cookie-cutter systems and processes. You're playing it safe. You can't any longer. Customers are telling you with their feet and their wallets that they demand better. With B2B buyer needs at an all-time high, now is the time to focus on seller empowerment and to kick your sales engagement strategy into high gear. Join this session to hear how unleashing your sales team from the shackles of CRM can improve customer engagement and drive revenue growth.

Negotiate As If Your Life Depended On It

Everything we’ve been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do. The real art of negotiation lies in mastering the intricacies of No, not Yes. At this session you'll learn these surprising tactics not from a sales guru, but from a FBI agent who spent a decade talking criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine.

Ready or Not: AI is Coming for You

Intelligence and data are driving a revolution in the way we run our businesses, do our jobs and live our lives. And Microsoft is a key driver of this revolution. This session offers a glimpse behind the curtain as Scott Guthrie, head of the Cloud and Enterprise business units at Microsoft, illuminates what AI means, the bets Microsoft is placing and how you can expect AI to transform your business (and your life).

Mastering the Art of Storytelling

Stories are the most powerful, yet underutilized, tool in the sales arsenal. As a former Peak Performance Strategist for Tony Robbins, Roberto has developed a proven method for developing and delivering your own personal story. In this high energy session, he'll share the 6 different types of stories that every sales leader must know and a time-tested process to find your essential story.

Breakfast

7 a.m.

Making Every Month

Adam Gilberd, SVP, Commercial Sales, Salesforce

Description

8 a.m.

Unleashing the New Era of Selling at Microsoft

Debbie Dunnam, Corporate VP at Microsoft

Description

8:45 a.m.

Breakouts

9:40 a.m. Outreach for Reps
9:40 a.m. Unlock Productivity Through Trust
10:30 a.m. How I Sourced $1MM in Revenue Using Fully-Automated Workflows
10:30 a.m. The Future of Selling

The Future of Sales Engagement

Doug Camplejohn, Head of Product, Sales Solutions at LinkedIn

Description

11:10 a.m.

Zooming Past the Competition

David Berman, President at Zoom Video Communications

Description

11:40 a.m.

Closing Session: Your New Truth

Description

12:10 p.m.

Concludes

12:30 p.m.

Outreach for Reps

Outreach is the sales engagement platform for your entire team. We're excited to announce brand new capabilities designed to make closing reps more efficient and effective. Come to this session to learn how we're enabling your sales reps to Outreach from anywhere, connect with prospects in relevant, personal ways, and take control of their workflow once and for all.

Unlock Productivity Through Trust

High performing sales teams have 3 things in common: process, playbook and execution. But there's a fourth key ingredient for untapping potential: trust. In multiple organizations Ryan Bott built trust into his playbook and every time saw rep productivity more than triple. Come to this session to learn how to leverage the power of trust to drive better performance across your team.

How I Sourced $1MM in Revenue Using Fully-Automated Workflows

Ever wish you could clone your best reps? Matthew Gillrie had the radical idea to try just that and it drove big results. He stood up a shadow SDR team in Outreach to complement the efforts of his best people and the results are insane. Want to source $1M in revenue without hiring a single additional rep? Come to this session to learn how Matthew did just that.

The Future of Selling

We've reached an inflection point in selling where technologies like sales engagement platforms and AI/machine learning have made it possible to drive predictable results. But the pace of change will only accelerate. What's coming next? And what should you do to prepare? In this panel discussion led by Manny Medina, sales leaders and technology visionaries will share their perspective on the future of selling.

Making Every Month

Get a behind-the-scenes look at Salesforce to learn how the company has grown and developed its sales team. Hear best practices and learn how Salesforce builds collaboration & productivity, measures team performance and cultivates top sales talent.

Unleashing the New Era of Selling at Microsoft

After transforming the go-to-market motion at Cisco, Debbie joined Microsoft to execute the same play. But turning a battleship isn't easy. The lessons Debbie learned are relevant to every sales leader looking to transform their team into a high performance machine.

The Future of Sales Engagement

Last year Microsoft acquired LinkedIn, gaining the most accurate, complete and up-to-date source of data about professionals ever created. What does this mean to the future of sales engagement? And how does Microsoft plan to capitalize on this crown jewel? Come to this session for the inside track on how this might play out.

Zooming Past the Competition

A lifelong sales leader and now CEO of one of the hottest private companies in the valley, David will talk about his journey, what he learned along the way, and how he built a sales organization that catapulted Zoom past rivals to become the #1 provider of video and conferencing solutions.

Your New Truth

How will you use learnings from Unleash to drive your team's performance to a whole new level? By committing to your New Truth. In this provocative and inspirational finale, you'll document your new truth, commit to it, then take part in a ceremony designed to make that new truth a reality.

Outreach Presents

June 4 - 6, 2017 / Sonoma, CA

WHAT AND WHY

Speakers

Adam Gilberd

Senior Vice President of Commercial Sales, Salesforce

Carlos Delatorre

Chief Revenue Officer, MongoDB

Lars Nilsson

VP, Global Inside Sales, Cloudera

Chris Voss

Negotiation Expert, Author, CEO

Debbie Dunnam

Corporate Vice President, Worldwide Inside Sales, Microsoft

Erik Wahl

Internationally-recognized Artist, TED Speaker, #1 Best-Selling Author

John Bruno

Analyst, Forrester

Scott Guthrie

EVP, Cloud and Enterprise Group, Microsoft

David Berman

President, Zoom Video Communications

Kent Venook

Sr. Director of Sales Development, Talkdesk

Roberto Monaco

Co-founder, InfluenceOlogy

Karan Mehandru

General Partner, Trinity Ventures

Sahil Mansuri

Co-founder and CEO, Bravado

Ryan Bott

Head of Channel and Inside Sales, Impartner

Matthew Gillrie

Senior Manager, Sales Enablement, Lucid Software, Inc.

Doug Camplejohn

Head of Products, LinkedIn Sales Solutions

Pete Kazanjy

Founder, Modern Sales Salon

Agenda

Registration

Welcome Reception

Breakfast

Lunch

Breakouts

Dinner

Breakfast

Making Every Month

Breakouts

Concludes

Location